Xerox Sales Specialist - Intelligent Workplace Solutions (Canadian Market) in Saint John, New Brunswick
Sales Specialist - Intelligent Workplace Solutions (Canadian Market)
City: Saint John
State/Province: New Brunswick
Date: Thursday, May 13, 2021
Working time: Full-time
Job Level: Specialist
Job Type: Experienced
Job Field: Sales
Seniority Level: Associate
Description & Requirements
Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)
Xerox Digital Sales
Intelligent Workplace Services (IWS) Specialist
Location: Saint John, NB
This position will provide Sales support to the Direct Canada team. The Xerox IWS Specialistwill be responsible to develop strategies with the Field sales Representatives for expanding Managed Print Services contracts within an existing client base in addition to developing new opportunities with non-Xerox customers by leveraging the Managed Print Services toolset and services. They will help identify, develop, and communicate a strategy that links into client drivers to drive efficiencies in their document processes. They are responsible to help build a strong pipeline of opportunities.They are also responsible to help retain our existing customers through delivering client facing Business Review packages, that will be share with clients in a Quarterly Business review (“QBR”).
Achieves Revenue and Profit targets for assigned territory.
Acts as a subject matter expert for MPS sales cycles.
Communicates and inspects on field execution of MPS related marketing programs.
Consults (as required) with Sales Executives to effectively perform MPS sales cycles
Applies a consultative approach to analyzing customer requirements, activity levels and related print costs.
Strategizes with sales teams to assist them with meeting their target.
Maintains sustained sales activities for deals and leads high impact calls such as MPS Presentations, MPS Assessments, MPS Validation Meetings and MPS Proposals.
Develops comprehensive proposals that include floor plans, current costs and recommended future state.
Utilizes Xerox Print Services Assessment tools (XDA, Asset DB, XPSST, XRM, etc…).
Implements programs to build and maintain adequate MPL.
Keeps abreast of existing and changing technologies to apply to recommended solutions.
Facilitates the contracting and implementation of XPS contracts.
Represents the sales function, ensuring company values and pricing and sales policies are adhered to and sales goals are achieved.
Generates innovative ideas, challenges current thinking and achieves buy in from stakeholders in the development of new offerings.
Supports Marketing with market knowledge to develop new and/or improve existing service offerings.
Develops initial financial analysis of solutions to Develop QBR packages for a prioritized list of XPS Accounts and ensure client
meetings occur per the schedule
Provides QBR packages on demand, upon request from Client Managers and Specialists
Provide analysis to field sales for customer presentations
Lead or participate in client presentations as required
Take ownership for the resolution of issues identified in the QBR, and report progress to customer.
Pro-actively identify and close process gaps
Provide XPS tool support and coaching to field sales and clients
Support assessment and implementation activities associated with pending and signed deals
Own communication of process improvements and key wins
Work with CMs to convert unmanaged devices to Xerox XPS contract
Qualifications and Skills
Proven consistent success in current assignment (s) (ie. consistently achieved 100% or more of performance targets for a minimum of 18 months)
Experience in a Specialist assignment is a plus, but not required
University Degree or post secondary education, preferably in a business-related discipline
Proficient knowledge of the following technologies: Internet, Virtual Demos & Xerox Sales Tools (Siebel, Xerox Legacy systems such as Xpert, IMS, etc.)
Excellent organization and analytical Skills
Strong skills in MS Excel and PowerPoint
Excellent written communication and listening skills
Effective interpersonal skills
Strong facilitation and presentation skills
Ability to work independently with minimal supervision
A team player who is self-motivated and has high energy with a positive attitude
Able to work well under pressure and adapt to an ever-changing environment
Business maturity and demonstrated professionalism
Demonstrated system literacy skills, especially MS Office products
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com and explore our commitment to diversity and inclusion! (https://www.xerox.com/en-us/jobs/diversity) People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
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